FirstOnSite Restoration has an immediate opening for a Commercial Business Development Manager in Calgary.
FirstOnSite Restoration is the largest independent disaster restoration company in Canada. We provide unsurpassed emergency response, restoration and reconstruction services to the insurance industry, residential, commercial and industrial customers.
With coast-to-coast coverage and 24 / 7 emergency service, we offer a wide range of services that remediate conditions caused by fires, floods, winds, mould, environmental hazards, accidents and other casualties at any type of facility.
The Business Development Manager for Commercial Property generates new sales revenue through direct contact with targeted accounts consisting of property management companies, property managers, corporate property risk managers, insurance brokers, , strata associations, municipal / government housing, healthcare and senior facilities, and other segments with higher probability for using FirstOnSite services.
An equally important function is to attract, develop, close, maintain and enhance programs for these clients through a disciplined call plan and identification of needs (i.
e., needs analyses). The incumbent must have meaningful contacts within the insurance, adjuster and broker market segments of the property loss industry.
Having sold services that complement property management needs (e.g., security systems, lighting and other product and services utilized by property managers is very desirable.
Knowledge of property restoration and commercial property management and knowledge of Greater and Vancouver and Fraser Valley markets are also desirable.
In the absence of these qualifications, the propensity to learn and cultivate sales skills in this area is required. The incumbent must also demonstrate creative drive, ambition and sustainable work habits to contact, engage, develop and close business with potential clients.
A purpose driven approach will enable this individual to work as a sole practitioner with the management skills to successfully deliver deals and measure and monitor delivery of the FirstOnSite service program so it complies with Key Performance Indicators of FirstOnSite and the client.
Annual Sales Plan including Strategic and Tactical Dimensions
Creation of needs analyses and utilize strategic selling skills to profile the desired need-payoff for the segment and / or client
Report and work with the Sr. Vice President to develop an Annual Sales and Marketing Plan
Implement sales and marketing initiatives within the above markets
Utilize individual and team selling skills depending upon the opportunity, client and need.
Keep abreast of changes within the industry including customers and competition
Implement the Annual Sales and Marketing Plan within the approved budget
Develop and place marketing collateral and signage, etc. that will educate property managers and single tenants to contact FirstOnSite at time of loss to the exclusion of competitors
Aggressively identify sales opportunities according to objectives and time frames outlined in the Annual Sales and Marketing Plan
Develop sales plans, which effectively drive client adoption by addressing buying needs and their decision-making processes
Develop a point of differentiation that uniquely appeals to prospects
Engage Branch personnel including Branch Managers, Project Managers and Operations specialists in the development and closing of accounts
Utilize methods to attract and cultivate the interest of potential accounts through lunch and learn events, technical presentations and team introductions
Maintain a measurably high volume of account closure
Existing Account Maintenance
Work with assigned existing accounts to identify new sales opportunities for cross-selling of FirstOnSite services to decision makers and influencers
Develop sales plans, which effectively develop solutions that create and promote the growth of claim volumes
Continually build relationships with the key buyer(s) and decision makers within potential and existing accounts
Recommend and introduce to accounts Project Managers approved by the Branch Managers
Work with peers and management to refer national opportunities to Regional Head Office and vice-versa
Develop and implement a client engagement strategy, which includes regular meetings and communication with all targeted clients
Ensure expectations of your assigned clients are communicated throughout the organization, and are satisfactorily met and exceeded
Activity Reporting & Field Communication
Actively participate as a member of the Regional Business Development Team.
Must document and demonstrate a high degree of sales activity and success in identifying, managing and closing key account opportunities
Utilize historical sales statistics to identify dormant clients that may respond to an improved proposition
Track claims statistics for all claims received as result of client development
Submit sales reports at the direction of management
Help maintain account program details and communicate these to management and operations
Measure performance of claims execution and institute corrective actions with Branches
Ensure accurate and timely reporting of all pertinent account information to the Branch Managers and SVP
Positive, possibilities-driven psyche
Collaborative style and excels in conscientious team environment
Reliable expectation setting
Superior direct sales skills including presentations to senior management
Strong client relationship, organizational & time management skills
Strong ability to develop and close client agreements
Disciplined and pays attention to detail
Analytical and effective problem solving skills
Superior written and verbal communication and presentation skills
Must work with minimal supervision
Ability to multi-task and adjust to multiple demands & shifting priorities
Recommend innovative solutions for continuous process improvement and participate in ad hoc mandates pertaining to client services
Provides research, analysis & solutions directly linked to client issues and opportunities
Relationship builder - constructs, maintains, nourishes relationships with all stakeholders and creates an environment to sustain high motivation within team
Experience and Education :
Minimum five years’ work experience in insurance related field sales or business development role particularly selling intangibles including services
A working knowledge of property insurance, operating practices, brokers. Building construction or restoration knowledge is desirable
Well networked at the senior manager level of commercial property management firms, insurance claims departments, adjusters or strata management firms
University education with a marketing or business bias
CIP, RIBO, CRM or IICRC accreditation is very helpful but not critical
Strong knowledge as a user of Microsoft Office Suite, including PowerPoint and Excel
Why choose to be part of the FirstOnSite team?
Exceptional extended health plan including medical, dental and vision.
Employee Assistance Program
Educational assistance, professional development, and internal growth opportunities
Opportunity for National career movement
Healthy work / life balance
Interested candidates whose resume and cover letter best demonstrate how they meet the qualifications of the position will be contacted for an interview.
Candidates must be able to provide a clear criminal background check to be eligible for hire.